It’s all too common for a romantic comedy to end with a newly formed couple heading off into the sunset. However, those of us who have been in committed relationships will know only too well that the hard work is yet to come.
The same may be said about professional connections. While sales teams are lauded for landing huge clients, important account managers are the hidden heroes of the narrative. It’s up to them to keep their relationship healthy and mutually rewarding for years to come.
In today’s hectic corporate environment, here are ten crucial account management ideas.
1) Establish Relationships That Take a Holistic View
Those interested in pursuing a career as an account manager should be prepared to prioritize relationship building. Having a clear perspective of the larger picture is the greatest approach to creating a positive ongoing relationship. Ask yourself the following: When it boils down to it, what is the single most important aim for this company? How do the company’s various functions, relationships, and business needs fit into the big picture? Armed with high-level insights like this, you can confidently take action to address the client’s demands.
2) Be a Valuable Liaison
You are the principal point of contact between your clients and your company within your role as a key account manager. Key account managers must pay attention to the client’s demands, translate them to the appropriate individuals within their business, and ensure that the client’s requests are addressed efficiently and promptly. The more times you can answer, “Yes, I know exactly who to talk to about doing that,” the more confident your customer will be in you. You keep your customers happy by working as an efficient liaison for your main accounts.
3) Know Who Your Customers Are
Each organization has its own culture, attitude, set of goals, and dream. It’s critical to genuinely comprehend who your consumers are, what motivates them, and why they want to achieve their goals. What exactly is their line of business? What is the situation of their industry right now? What are their objectives, and how can your organization assist them in achieving them? You can better personalize your service to meet the demands of your core clients if you know more about them.
4) Take Initiative
When we’re out to eat, we appreciate a waiter who delivers a refill before our glass runs dry. Taking care of essential accounts is the same. Be proactive rather than waiting for your clients to bring up difficulties or inquire about specific product and service possibilities. Check in with your main accounts on a regular basis to make sure they’re happy. They are unlikely to investigate changes to your organization on a regular basis, so keep them informed about your new, enhanced goods. You establish trust and insight into the health of your critical accounts by regularly connecting with them.
5) Be Trustworthy
When you say you’ll do something, be sure you actually do it. If a timeframe shifts, be open about it to set realistic expectations. There can be no trust without dependability. Don’t make commitments you can’t keep. Maintain realistic personal goals that are in line with the objectives of your primary accounts.
6) Create clear action plans
This entails clearly defining a step-by-step method to attain each of your important account customers’ objectives for yourself and others who work for you. It’s like going without a map if you skip this stage. Your whole team will arrive at the same destination on time if you have a clear plan of action.
7) Keep an eye on the future
Predict your clients’ demands and prepare your team to answer them as soon as feasible to stay ahead of the game. Consider what similar clients have required in the past, as well as how the present economic condition may impact this particular company. Few things are more amazing than being able to predict your important accounts’ demands ahead of time.
Part of planning the future involves researching your insurance requirements and putting adequate have professional indemnity insurance in place.
8) Customize your service
Remember that what works for one customer might not work for the next. Developing a strong relationship with a few people at your client’s firm might provide you with an inside look at the details they’re looking for. Then, fit their distinct set of requirements. When a consumer senses that you’re just going through the motions, you’re far less likely to achieve great customer satisfaction. Avoiding this snare requires a tighter working relationship between you and your important accounts.
9) Work in a collaborative environment
As a key account manager, your mission is to become a useful partner to your clients. Working with them to establish methods for accomplishing their goals is preferable to formulating a strategy for managing this critical account on your own in the dark. Take a collaborative approach to your important account relationships by discussing the specific steps you can take for them on a regular basis and paying close attention to their comments and guidance.
10) Establish communication as a means of establishing trust
When things go wrong—or right—communicate. Maintain open lines of communication at all times to ensure everyone is on the same page as you work toward your objectives.
You have the difficult job of managing and preserving your company’s most essential commercial connections as a key account manager. These 10 pointers will assist you in establishing yourself as a significant strategic partner to your major accounts and ensuring their continued pleasure and success.
Do you want to improve your Key Account Management skills? Try our online account management course to master important account management skills that can help you advance from excellent to outstanding.